Overall sales/technical expertise
- Has held various roles across numerous sectors and consultancy experience desirable
- Success track record in growing business in an international IT vendor
- Qualified and expertise in a public cloud such as AWS or Azure or GCP and most importantly, understand new world approach to fault tolerance, resilient architectures (high availability, fail over, DR) etc..;
- Understanding of modern methodologies and movements such as: design thinking, agile and lean business models as this is even more important to partners/customers and proposals;
- Understanding of current and in future technologies such as: AI such as machine learning, container security etc…;
- Experience in big complex digital transformations
- Understand Innovation, how to enable innovation (different approach for each partner/customer) and how this leads to differentiation and market disruption
Responsibilities/Accountabilities
- Lead the development of an effective portfolio business plan outlining the strategy for success and maximising revenues.
- Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.
- Develop account plans that focus on client relationship development and account growth/retention within install base and net new customers/partners.
- Find and develop profitable new accounts and business opportunities within a channel driven mentality.
- Manage and develop a long-term sustainable pipeline of new deals, into both install base and net new partners/customers.
- Map, build and deploy a long-term relationship with the Public Cloud Vendors (Microsoft, Google, AWS, Oracle, Alibaba…)
- Achieve the revenue targets set out, build pro-active plans generating pipeline.
- Maintain close knowledge of the client’s business and Fortinets’ service portfolio to ensure alignment of appropriate up selling and cross selling of Fortinet solutions.
- Produce workable quarterly/annual business and activity plans for the region and/or market segment and develop profit improvement plans to justify the value of our solutions/services to our partners/customers.
- Record and maintain all relevant information regarding partner/customers and contacts, prospects and suspects in Salesforce.
- Ensure full communication of Fortinets’ sales & marketing objectives to all partners/customers/accounts.
- Ensure that the public cloud sales pipeline model is kept updated by providing timely and accurate forecasting and pipeline information.
- Develop and maintain partner/customer relationships at multiple levels including problem solving and formulation of response to immediate and future partner/customer requirements.
- Works with third party advisory organisations and attends third party vendor meetings.
- Prepare and deliver sales proposals and presentations.
- Prepare partner/customer/ alliance or account planning documents for specific services and solutions.
Skills/Experience
- Minimum 5-year demonstrable record of accomplishment in selling complex outsourcing and managed service solutions to the enterprise and mid-market within a channel driven mentality.
- Strong understanding of workspace, cloud and managed service solutions.
- Proven track record of winning, leading and implementing complex deals.
- Experience selling solutions incorporating cloud, connectivity, and technologies.
- Ability to construct innovative deals that play to Fortinets’ strengths, both meeting and exceeding client expectations.
- Understanding of organisational navigation: ability to get things done in a complex environment both externally and internally.
- Strong problem solving and negotiating skills at Director level.
- Strong planning and organisation skills, and compelling presentation skills.
- Be used to working in high pressure environments, on your own and as part of a team.
- Broad understanding of the Information Technology marketplace.
- A proven network of senior level (Director and above) contacts
- Strong interpersonal skills, able to build trust and long-term relationships within the client organisation.
- Proactive change agent, able to understand both the client’s and Fortinets’ business requirements to achieve a win-win outcome.
Qualification/Certification requirements
- Graduate level (preferred) or through proven experience / reference
- Appropriate Sales and negotiation abilities
- Project Management experience would be beneficial.